“Normal is getting dressed in clothes that you buy for work and driving through traffic in a car that you are still paying for – in order to get to the job you need to pay for the clothes and the car, and the house you leave vacant all day so you can afford to live in it.”
– Ellen Goodman
“I am not refusing success, I am just unable to do it.”
So what would you say as the sponsor?
Many, many years ago, I went to my first opportunity meeting.
All I can remember from that meeting are two testimonials given by distributors.
The first testimonial was by a nun. The second testimonial was by a distributor who talked about how his father never believed he would be successful.
I don’t remember the compensation plan, the product features, the corporate history, the slide presentation, or even the faces of the main speakers.
All I remember are the two testimonials.
The lesson is:
Don’t get too worried about the details in your presentation. Your prospect is only going to remember one or two things. So why not give your prospect memories of a powerful product or opportunity testimonial?
Think about it. Almost everyone would love the benefits of your product or your service.
And everyone wants more money.
Yes, your prospects are pre-sold on your business.
The only thing you have to do is not talk them out of it!
That means you don’t want to set off the “salesman” alarm. If you do, the prospect won’t believe another word you say.
You can set off the salesman alarm easily. Think of car salesmen. When they say:
“What’s it going to take to get you into a car today?”
You immediately feel the sales alarm go off inside of your head.
What are the words and phrases that you use to set off the salesman alarm?
Just record a few of your opening sentences. Listen closely. You’ll hear them. 🙂
When I teach “The Magic Sequences of Words,” I not only show how “good sequences” go directly to the decision center of the mind, but how “bad sequences” go there also.
Want some examples of “bad sequences” that kill our business?
Just think of how the decision center of your mind reacts to these sequences:
“I have a ground-floor opportunity … ”
“Would you be interested in … ”
“Opportunity meeting … ”
“I am looking for a partner in this area … ”
“Have you considered a Plan B … ”
Not pretty, is it?
So review the words and industry phrases that you are using now in conversation. Are they serving you, or are they turning your prospects against you?
Would your friend keep a business opportunity secret from you?
Everyone tells us to be a leader, but they never tell us how. Dale Carnegie tells us exactly how.
1. Begin with praise and honest appreciation.
2. Call attention to people’s mistakes indirectly.
3. Talk about your own mistakes before criticizing the other person.
4. Ask questions instead of giving direct orders.
5. Let the other person save face.
6. Praise the slightest improvement and praise every improvement.
7. Give the other person a fine reputation to live up to.
8. Use encouragement.
9. Make the fault easy to correct.
10. Make the other person happy about doing the thing you suggest.
— Dale Carnegie (1888-1955)
I attended a workshop in Thailand and the speaker asked a student:
“So how much money do you want to make in your business?
The student answered:
“A million dollars a year.”
The speaker then asked the student:
“How many prospects do you talk to each week?”
The student answered:
“About 4 or 5 prospects.”
The speaker said:
“There is a giant disconnect here. It appears that you want to talk to only 4 or 5 people a week much more than you want to make a million dollars. To make a million dollars you will have to talk to at least 30 or 40 prospects a day. It will take a huge effort to make that million dollars.
“So tell me, what are you going to decide to do? Are you going to decide to talk to 30 or 40 prospects a day to have a chance to earn a million dollars?
“Or are you going to choose to only talk to 4 or 5 prospects a week, accept a small bonus check, and lie to yourself and fool yourself into believing you can eventually earn a million dollars?”
Now, that is harsh. But so true.
Wishing, wanting, and hoping are easy to do. Everyone does that.
But look at the activity you are doing now. Is that the activity that is going to earn you the bonus check you really want?
Consider these definitions.
To be a coach, you don’t have to know how to do what you are coaching. Many coaches simply listen to their distributors and tell the distributors they already know what to do and how to do it. As coaches, they simply hold the distributors accountable for their actions.
These coaches don’t have to be good sponsors, good presenters, or good leaders. They simply hold the distributors accountable, and attempt to motivate them into action by talking about their “Why,” etc.
To be a mentor, you should already have the skills the distributor seeks to learn. In this case, the distributor does not have certain skills and experiences, and seeks the answers from the mentor. The mentor is not responsible for motivating or holding the distributor accountable. The mentor assumes the distributor is already highly motivated and will put the lessons into action.
To be a mentor, you must first master the skills the distributor seeks. And if you master the skills, the distributor seeks you.
And what if the distributor is not self-motivated? Well, the distributor won’t be seeking you out. 🙂
Are you simply a coach that talks a good talk? Are you a coach that motivates distributors to take action? Are you a mentor that has mastered skills and can pass them on to self-motivated people?
Or, are you simply a lousy sponsor that recruited a distributor and quickly moved on to finding your next new distributor?
1. Write down the exact first sentence you will use to start your presentation.
2. Write down five or six “Ice Breaker” first sentences to get cold prospects to instantly ask you for a presentation.
3. Write down the three questions you need to answer in every presentation.
4. Write down the exact word phrases you will use to get your message inside your prospect’s mind.
If your new distributors cannot write down the answers to these basic beginner skills, then it is too early to leave them on their own. You will have to teach them these skills first.